Upcoming Public Seminars

Value-Added Selling

September 18-19, 2018

In a competitive market, differentiation is key. What sets you apart from your competitors? Why should customers buy from you? How can you get them to return to you, again and again? What if I told you that you can compete aggressively and outsell the competition while maintaining your profitability? It’s possible through Value-Added Selling, a customer-oriented philosophy focused on adding value, not cost; and selling value, not price.

In this two-day session, Paul Reilly will introduce you to Value-Added Selling and demonstrate how and why this is a viable go-to market strategy for your organization.

Value-Added Selling teaches you how to think about selling. Your conceptual grasp of the Value-Added Selling will give you a competitive edge over salespeople who simply go through the motions. Value-Added Selling teaches you to…

Think like customers;

Sell your total solution; and

Pursue new business while focusing on the retention and growth of existing business.

Value-Added Selling is a total-solutions approach that teaches salespeople to look beyond the core-commodity product. This unifying sales philosophy is for the entire sales force—veteran and rookie alike. Because Value-Added Selling is a primer for professional selling, new salespeople learn a business philosophy to launch their careers. For veteran salespeople, Value-Added Selling is a shot-in-the-arm refresher of what made them successful while learning new ways to sell their total value.

COACHING FOR SALES SUCCESS

Call for Dates

56% of salespeople say they are not being coached the right way by their sales managers;

57% of salespeople want more coaching from their managers; and

60% of salespeople want better coaching from their sales managers.

In Coaching for Sales Success, we teach your managers how to coach more effectively. The purpose of this one-day workshop is to teach sales leaders how to create the value-added sales culture. If salespeople report to you, your number one responsibility is to coach. Here are the topics covered in this one-day workshop:

Recruiting and selection

Setting sales objectives

Training and developing

Compensation and motivation

Coaching your sales team

At the end of this workshop, your managers will be able to

List three ways to build and sustain the value-added movement;

List three ideas for recruiting and selecting the right salespeople;

Detail the SMARTER method for setting objectives;

Create a training and development plan;

Detail three ways to motivate the sales team; and

List three ways to become a better coach.

Value proposition for this module: When you embrace the value-added philosophy and build a sales management infrastructure around this go-to-market strategy, your company will compete aggressively and profitably by extracting more value from your team and your market.